Case Study: Achieving 40% Sales Increase Quickly

(Pharma)

Background to case study:

Results:

Long term: a lasting organisational capability and motivation to achieve systematically excellent performance..in whatever field required

Morale improved as everyone was more successful and no one was reducing the performance of the teams

Leadership credibility was enhanced due to willingness and ability to lead by example, coach effectively before and after calls and manage low performance

No additional sales training was needed

Diagnostic conclusions:

Sales staff knew what to do (they had been well trained), the issue was doing it!

Large difference between results of best and worst staff.

“Training” alone was not enough to shift performance “that much that quickly”-we needed to instil powerful performance management capability to ensure high performers were appreciated and leveraged and low performers rapidly improved.

Process:

2 days input followed by 4 weeks systematic application in the field (content included how to get buy-in to pre-agreed targets and powerful methods of increasing the quality and quantity of genuine appreciation, coaching and constructive feedback so that performance was being addressed as a daily priority)

1 day input re how to deal with any staff who had not responded sufficiently. Some were not able to meet the new, higher, standards.